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Business Development 03/09/2020

Regional Category manager – Palatability Europe

Job family : Business Development | Position : Sales | Area : To be defined | Region : EUROPE | Contract : CDI |

Key responsabilities

Scope of the position:

The Europe Regional Category Manager for Palatability is the commercial and product champion of the Category, he/she supports the regional sales teams in selling the Palatability approach, solutions and product. He/She ensures regional sales and profitability of Palatability, he/she analyze and challenge the adequacy between sales budget and resources (quantity and quality) in the region.


Key missions:

  • Be the product champion and market expert:
    • Train and support sales teams & distributors, be a true sales enabler
    • Bring to the Sales teams and the distributor any demanded support on the product including its technical aspects – participate to fair and trade events, meet customers with the Sales teams, prepare presentations and documentation to answer customer questions
    • Gather data for market intelligence
  • Be co-responsible with the regional director and area managers of the sales budget (sales, margin, forecast, resources planning, development pipe in ACE)
    • Define key business objectives
    • Accountable for the competitive and market intelligence with global & regional marketing teams
  • Be “the link” between the Category team & the Region
    • Be responsible for the launch of products / solutions.
    • Work closely with Regional marketing and technical team, and other RCM of the Category in order to customize / build offer that fit RKA and GKA needs.
    • Visits Customers to understand specific needs and trends and articulate them for the Category and Region teams.



  • Responsible for the European Sales of full Palatability portfolio for livestock animals.
  • Defines Palatability pricing and volume forecast for the Palatability Portfolio, in line with global directives.
  • Responsible to the European Marketing and Technical Strategy (including the European competitive intelligence analysis) of full Palatability portfolio together with the European commercial Teams and in collaboration with the Global Marketing Managers and the Palatability Global Technical Managers
  • Contribute to the European Technical Strategy of Palatability portfolio, together with the European Technical Team
  • Validates and contributes for sales targets proposed for each European GKA targets with GKA Directors
  • In this role, the Palatability European Category manager will report to Ab Greven, Global Category Manager Palatability.




  • Regional Category Sales (volume, ASP, market penetration, market share, growth rate, customer gain & retention).
  • Update & accuracy of market & competitors’ data
  • Sales project pipe and GKA/RKA action plans
  • Customers’ satisfaction
  • Success of product launch
  • Product proficiency of sales team (including distributor)

Dimensions :

  • Direct reporting staff: none
  • Travel: approximately 100 days per year (50-60%)

Main Skills


Agricultural engineering, Nutritionist or Business degree (optional)

Language: English and at least one language of the region.


Work Experience :

5+ years’ experience in the feed industry in technical, marketing and/or sales positions


Skills :

Ability to motivate, convince and lead

Customer and sales oriented

Energetic and self-driven

People and project management

(skills to interact with colleagues, cross-functional teams and third parties.)




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